THE PUBLICATION FOR SALES LEADERS SPECIAL EDITION 2009

in-sight

Succeed in Sales Leadership

7Os

I’m very proud of the fact that Avon has been helping women in the UK look and feel fabulous for 50 years in 2009. And you as Sales Leaders are an integral part of the success that this company has achieved.

The introduction of Sales Leadership nationally in 2004 has helped to provide women and men with the opportunity to find greater financial freedom, create and build their own business and unlock their potential. It has given more chances to more people to do things they never thought they would.

The stories in this booklet of testimonials really are a celebration, a celebration of hard work, dedication and motivation. I hope that you enjoy reading them and use their positive message to drive yourselves and others to further success.

Best wishes

Anna SegattiPresident, Avon UK and Ireland

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Although Sales Leadership started nationally in the UK in 2004 we have many Representatives who have been with the company for much longer. Meet our Sales Leaders who span the decades with Avon.

One of our longest serving Representatives who is also a Sales Leader is Norma Daft. She joined Avon as a Representative in 1974, 35 years ago, and has been a Sales Leader since 2004. Currently at Advanced level, Norma is in Area 425, based in rural Lincolnshire.

Why did you decide to become a Representative?At the time I worked at a playgroup and some of the other helpers were involved with Avon. One of them introduced me to her ASM and it went from there. The way that people become involved with Avon hasn’t really changed; it’s still a case of ‘Anytime, Anywhere, Always, Ask’!

What do you like best about your role?Before I retired I worked full time as a catering manager at a school; I was a Representative, brought up my two boys and became a Cub Scout Leader which I still am! I’ve always liked the fact that I’m my

own boss and that I can do the job to fit around my life. When I was going through my divorce I didn’t miss a single campaign; having something for my own benefit to concentrate on really helped. Now that I am retired I’ve been able to concentrate on Avon; you can get as much as you want to from the role. With my team I really feel like I belong to a family and we all try hard to help one another.

How has Avon changed since you began?In the past Representatives used to wear hats; at least that had ended by the time I started! Things have become more competitive and you do need to try harder to sell the products. However we now have endorsements by celebrities which have helped and the computer and internet have really changed the way we run our business. When I started as a Representative you just signed up and were left alone; now Sales Leaders have a better insight than ever into their role and there’s always someone to speak to or help you.

What’s your top tip for Sales Leaders?Know your downlines and keep them happy. Find out what they want from Sales Leadership. Keep in contact – let them know you are only a phone call away and that nothing is too small or too silly!

Norma Daft

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Christine AndrewsChristine Andrews from Area 588 in Romford, Essex, joined as a Representative in 1981, 28 years ago.

How long have you been a Sales Leader? I’ve been a Sales Leader for nearly two years and I’m at Advanced level. I’m also in the Top 50 of President’s Club and have qualified for the PC Top 50 trips for 20 years!

Why did you get involved with Avon in the first place?I was looking for additional income after giving up full-time employment.

What do you like best about the job?I love the flexibility of working when and if I like and for myself.

What is the biggest challenge?Keeping myself and my team motivated

How has Avon changed since you began?It’s changed a lot, mostly for the better. The product ranges especially the skincare, jewellery and lingerie have improved a great deal. I also love the branded products that we now offer which have opened up a

new market for me. On-line ordering has also enabled me to be a successful Representative whilst building my Sales Leadership business.

What's your top tip for a successful Sales Leader?Never give up; treat each day as a new one.

Amanda Garrett

Amanda Garrett is an Executive Sales Leader from Area 507 in Watford. She’s been with Avon for 12 years.

Why did you become a Sales Leader?I was a bank manager for 15 years, but whilst on maternity leave I started to look for a job with more flexibility. Sales Leadership appealed because of this and the benefits when you first begin of the Fast Start Bonus.

What do you like best about your job?Every day is different and the fact you can help change peoples lives.

What is the biggest challenge in your job?Keeping everyone motivated.

What motivates you?My husband Steve’s encouragement motivates me a great deal. We have achieved many of our personal dreams, although I’m still working on the Saab convertible that I’ve wanted for a few years! The most important motivation though is for us to maintain the family unit we have and the lifestyle we live. Steve left work two and a half years ago to join me in Sales Leadership and we have no intention of going back to full time work. We both just love having the opportunity to see our six year old son Benjamin grow up.

How has Avon changed since you began?It has become much more appealing to all age groups. The products are much more varied and the service back up from Avon is so much better.

What's your top tip for a successful Sales Leader?Never give up your belief; there is always something good round the corner and as long as you LOVE what you do it will give you all you need. And remember, a good business plan changes every day.

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Kim Lewis is an Advanced Sales Leader from Area 481 in Felixstowe, Suffolk. She has been a Sales Leader since 2004.

Why did you become a Representative/ Sales Leader?I was looking for something other than just being at home with the kids, but that at the same time didn't take me away from them; they were always going to be my number one priority. My upliner encouraged me to give it a go.

What do you like best about your role?I love the fact I can work it around my family. I love being my own boss and that everything I do is working for my future earnings growth. It is one of the few ‘jobs’ I know where it is a genuine case of the more you put in the more you do get out of it. I have been lucky enough to recruit Representatives who have become very good friends, people I wouldn't have otherwise met.

Kim Lewis

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What are your priorities/interests outside of work? How does Avon fit in with your life?My priority is definitely my three daughters (9, 7 and 3). My youngest is still in part time school, but I can work around that, and I'm there to take my kids to and from school. I don't miss parent’s evenings or school productions as I can adjust my hours to suit family life. I don't know any other job that could offer me that! I am quite a social person and with Sales Leadership I am

always talking to new people, learning about them and making new friends.

What experience/ knowledge would you share with other Sales Leaders? Simply to go for it – enjoy the good times, ride out the bad with the friends you have made, and be proud of what you have and what you can achieve. Aim for the stars, and this is the one 'job' where I truly believe you could actually reach them!

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Anna Wachula

Anna Wachula is an Executive Sales Leader from Area 687 in London; she has a team of 160 Representatives with 12 Sales Leaders.

Why did you become a Representative? Iwantedbepartofawellknownandhighlyregardedcompanysellinggreatproductswithmassivedemand.IloveAvonproductsanddorecommendthemtoeveryone.Iwantedtomeetnewpeople,makenewfriendsandtakeonthechallengesofanewbusiness.

Why did you become a Sales Leader?InitiallyIjoinedtoearnextramoneybutquicklyrealisedtheincomepotentialthatSalesLeadershipoffered,andthefactAvonproductsaresopopularconvincedmethatalargeincomecouldbeachieved.BuildingmyownteamofRepresentativesandhelpingthemreachtheirgoalsisanattractiveaspectofthebusiness.Iloveworkingwithpeopleandsawthisasanopportunitytohelpordinaryfolkjustlikemesucceed.

How do you keep at Executive level?Igiveeachcampaignmybestshotandkeeppushingahead,notfocussingontheproblemsthatinevitablyfallinmypathalongtheway.SomanypositivethingshappenifIgive100%.

Linda Griffiths

Linda Griffiths is an Executive Sales Leader from Area 749 in Motherwell, Scotland. She has a team of over 300 Representatives with around 15 Sales Leaders.

An opportunity to do something more: to build, train and look

after my own team.

Why did you become a Representative? IwasanAvonRepresentativeinPolandsowhenImovedtoEnglandIwantedtocontinueworkingwithAvon.

Why did you become a Sales Leader?MyASMatthetime,LindaGale,toldmeabouttheopportunitytodosomethingmore:tobuild,trainandlookaftermyownteam,whichishowitstarted.Shemotivatedandbelievedinme,showingmewhatIcouldachieve.

You’ve maintained your position at the top of Executive Sales Leader level for many campaigns. How have you been able to achieve this?Iamluckytoworkwiththerightpeople,especiallymyamazinggroupofdownlineSalesLeaders.Theotherimportantthingisplanning,concentratingonhardworkandaiminghigh.I’vequalifiedforthelasttwoTop20Tripsandwouldlovetobeabletogo,butbeingasinglemum

makesthisimpossible.WhenIstartedinSalesLeadershipIhadafulltimejobbutInowconcentrateonmyAvonbusiness;eachdaywouldneedtolast48hourstodobothnow!

What do you like best about the role?Ilikemeetingnewpeoplewhobecomeyourfriends.Ienjoybeingateacher-trainer-motivatorandtheindependenceandchallengesthatthishasboughtme.

What is the biggest challenge?MybiggestchallengeatthemomentisbeingabletocombinemypersonallifewithmyAvonbusinessasIwouldlovetospendmoretimewithmyfouryearolddaughterMaya,andtocontinuetodevelopmybusiness.Mayagoestonurseryfull-timeatthemoment,butstartsschoolinSeptembersotherewillbealotofchangesinourlivesthisyear!

What motivates you? Do you have specific goals you want to achieve, either professionally or personally?NowthatI’masinglemummyprioritieshavechangedalittle;it’salwaysimportanttobeflexiblewhenyouhavechildren,andtoenjoyyourjobaswell,butifI’mhonestmybiggestmotivationistoincreasemyearnings.Bringingupachildonyourownisalwaysafinancialchallenge.

What are your aspirations?MygoalistobecomeSeniorExecutiveSalesLeaderandI’mgettingclosertoiteveryday.RecentlyIcouldn'tworkashardasIwouldlike,buthopefullythatwillchangeforthebetterthisyear.I’mhopingthattheeconomic‘crisis’willnothitAvontoobadly.Let’shopethatthegoodqualityproductsatrelativelycheappriceswillbringmoresalesandmore'business'forusall.

What’s your top tip for a successful Sales Leader?Thereareacoupleofthingsthatareequallyimportant–haveanoptimisticattitude,ensurepropertrainingandclosecontactwithyourteam,andworkhard!

What is the biggest challenge?Gettingmyteammotivated.Ifyouputinthehardworkyou'llreceivetherewards,evenwhenyoudon'tfeellikeit.

What motivates you? Do you have specific goals you want to achieve, either professionally or personally?Ilovethechallengethatthisopportunitygives.Iammotivatedthroughsuccessandseeingmyteammemberssucceed,likeRachelandRichardSkelding–theyareneckandneckwithmeatthemoment!MypersonalgoalsincludegettingtoSeniorExecutivelevel,fulfillingeachnewbusinesstargetAvonintroducesandachievingfinancialfreedom.TravelismyhotbuttonandI'vetakenregularshortbreaksaway;we’vejustbeentoStoboCastle,amagicalScottishcastlewithawonderfulspa,andhaveevenbookedfornextChristmas.AllthankstotheAvonopportunity.

What do you like best about the job?Ienjoyspeakingtopeoplefromallwalksoflifeandbeingabletoshowthemhowtoearnextracashorbuildahome-basedbusinessthatIknowworks.Therearelotsoffrustrated,boredand‘skint’peopleoutthere!

What are your aspirations?Tobeamongstthosewhoreachtheverytopinthisbusinessthroughhelpingotherssucceedtotheleveltheychoose.

What’s your top tip for a successful Sales Leader?Forevery'no'ayesgetsclosersodon'tdwellondowntime.Staypositive,focussedonyourgoalsanditwillhappen.Greetthisopportunitywithopenarmsandjustrunwithitbecausetruthfullyyou'venothingtolose. in-sight

I love working with people and saw this as an opportunity to help ordinary folk just like me succeed.

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Yogeeta Mistry

Yogeeta Mistry is an Executive Sales Leader from Birmingham, Area

872. She achieved Executive level in only seven campaigns and

currently has around 250 people in her team.

How and why did you get involved with Avon in the first place?I was a Representative living in Hastings with my husband and three children. After six months my Area Sales Manager asked if I would be interested in learning more about Sales Leadership. At the third door I knocked on a lady said “Yes” and that was it – I was hooked!

What do you do on a typical day?I always wake up with a shower and smart clothes – I think it’s important to look good on the outside as well as feel great on the inside! My husband Brian, who is an Executive Sales Leader, and I get our kids to school and then I open my e-mails, collate all my calls and put them in priority order.

Do you have a routine?Routine is important but because we are both self employed we can change our day around; take the morning off and go shopping or pick up the kids from school and go over to the park. Generally though, we answer all calls, e-mails and queries and then call all the new Representatives we have on our team and coach and encourage them to increase sales and find new customers. We always stop for lunch, and afternoons can consist of sign-ups, progress calls, and follow up business calls.

Do you have a special place at home where you run your Avon business?Yes, my living room. I bought a lovely but very small oak desk for my laptop; by working this way I can be with Rosie, my three year old, and keep an eye on her while I work. I’ve just bought an

executive leather chair – if I sit on the phone I may as well sit in luxury!

How do you work with your existing team members?We send newsletters, create incentives and publicise top tips for finding new customers and generating sales, every three campaigns. We send regular e-mails and cards, encouraging, supporting and congratulating individual achievements. And we always offer gifts for recommendations to join the team.

How do you use websites?I have had a website for some time. It makes a great first impression and I advertise it wherever I go. I now have a Sales Leader Personal Website so I will continue to refer team members with an interest in Sales Leadership to the site as it gives them more information.

How do you manage your business?Managing the business is definitely a FULL TIME job at the moment; I have probably increased my hours this year from around 25 to up to 40 hours a week! I love the fact that I can do this as my youngest daughter is now in pre-school five days a week. This has freed up a lot of my time, and I have been able to help my downliners reach their goals to become Advanced and Executive Sales Leaders.

Do you go to events? In what way do you find them valuable for your business?Yes, all of them. The events that Avon hold are

second to none! They enable us to catch up with other Sales Leaders and they keep us up to date with all the new and exciting changes within the company. And best of all we often come back very enthused, motivated and with grand ideas for the future growth of our team as a whole!

How do you sell the Avon opportunity to others?I sell my story; after all I am a simple housewife with three kids and a lovely husband. But Avon has given me the means to become a home owner, own a brand new car and each year we can go on holidays abroad. My kids have savings accounts and our family life is fantastic. We are living the DREAM. That is what I sell; if I can do it, anyone can!

Do you run incentives? What do you do?Yes all year round. We give away all sorts of goodies for achievement from Sat Nav systems and weekends away, to cash.

What are your plans and aspirations?I aspire to be a role model for all types of people; from a single mum to a retired salesman, I hope that I can help others achieve their lifetime goals and aspirations. We have bought a new car and other plans include a holiday to the Greek islands, a new wardrobe of clothes (for me) and we are in the process of putting an extension on our house. We also want up to a 25% growth on our teams and their teams. in-sight

Gail Reynolds

Senior Executive Sales Leader Gail Reynolds from Area 389 lives in Weymouth, Dorset. She’s been a Sales Leader for six years and has 700 team members, including 42 Sales Leaders.

I'm hands on and I’m always prepared to spend time with the ones who are putting in the

effort and want to be successful.

Why did you become a Representative?I was previously involved with another catalogue based network marketing company which was becoming expensive to run and increasingly difficult to recruit in. Initially I was tied to the company I was with which prevented me from making the transition to Avon. I finally got in touch with Sales Leader Rebekah Testar who happened to leave her business card in my brochure. I joined as a Representative in November 2006.

Why did you decide to become a Sales Leader?I just knew that I could be successful in Sales Leadership. You have a company with a global name, a fantastic reputation and people actually call you up to join! It’s so easy to recruit in this business!

How do you grow your teams? Do you have any top tips for recruiting and getting downlines?Talk to everyone you know and if at first you don’t succeed – keep talking! Four out of my six Sales Leaders came from my ‘warm market’ - the people you know - and that is how I encourage all of my downline Sales Leaders to find other Sales Leaders. It’s so much easier working with people that you know. Talk to EVERYONE about Avon

wherever you go! Always remember you're in Avon – you just don't know where the next superstar in your team will come from! Use lots of different methods of getting your name and number out there to say you are recruiting. Don't just stick to one method of generating leads.

How do you keep and encourage your existing team members?I run incentives and send out regular e-mails with tips and advice. I send out newsletters with loads of recognition and I stay in regular touch on the phone – people work harder for recognition than they will for money! It’s all about the feel good factor, treating everyone like a potential superstar! I'm hands on and I’m always prepared to spend time with the ones who are putting in the effort and want to be successful.

What do you like best about your job?I love the flexibility that Avon offers and I love meeting new people – you meet so many different people that you may not have met in a conventional job. It’s also great to see people develop and helping the people in your team become successful and growing their business gives the best buzz!

What motivates you?Having all the best things that life has to offer and living a life that's abundant. Yes, I am motivated

about making a lot of money because not only does that offer a fantastic quality of life but you can have a huge impact on the lives of the people around you if you become successful – my loved ones are my BIGGEST reason why I want to make my Avon business work! In the future I'd also like to be able to give money to help people worse off than me – it's not all about yourself, it's about giving back too.

What are your priorities/interests outside of work?Being involved with Avon has ignited my interest in beauty and creativity and I have recently completed an NVQ in Cosmetic make-up and will be taking on another part-time NVQ in Fashion and Photography make-up. This will enable me to fulfil my passion for make-up artistry, when I'm not busy being a Sales Leader!

What do you see yourself doing in the future? How are you Living your Dream?I have been involved with Avon for just over 24 months now. My main goal is to help two people achieve Executive status in 2009 – if you help others get what they want, you’ll get what you want too! I have recently bought myself a brand new Honda Civic; I’ve had a picture of the car above my computer for over a year having loved it ever since it was launched and I made my dream a reality in 2008! The next thing on my list is a private number plate and I also want to buy an investment property.

What’s your top tip for Sales Leaders?Stay focussed, have an action plan of how you’re going to grow your business and don’t take your foot off the pedal! Have a big enough reason WHY you want to do Sales Leadership as this will carry you through the ups and downs – if your reason why is big enough, the 'how to' becomes easy! See you at the TOP!

Dave Carter and Debbie DavisSenior Executive Sales Leaders Dave Carter and Debbie Davis have enjoyed fantastic success with Sales Leadership, including double success with the Drive Your Dream incentive, the Top 20 Trips and potential earnings of over £100,000. Debbie has won the Team of the Year Award and they are both winners of the Top Achiever Award.

Dave: Sales Leadership has been very successful financially for us. It isn't easy to begin with and like all Sales Leaders it took us time and a lot of hard work to get where we are now. After three campaigns as Sales Leaders we had earned less than £400 and at that point we still had some doubts and worries about how successful we could be.

We knew that Sales Leadership was a long term strategy and not a get rich quick scheme, so we knuckled down and carried on building our businesses. By working hard and believing in what we were doing we knew we would achieve this. So for all who wonder if Sales Leadership is worth it and does it work the answer is a resounding ‘yes’, but only if you put the hard work in and you really want to succeed.

So what do we do to keep our businesses growing?

Debbie: Like many Sales Leaders we work together as a couple; it‘s one of the reasons why we have become successful as we each know what our strengths are.

Prospect at every opportunity and always be looking for new ways to grow your team: recommendations, advertising, websites, leaflet drops, shop ads, shopping centres, in fact speaking to as many people as possible as most people need to earn an extra income. Appoint Representatives in a way that gives them the best chance to be successful.

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Ross Craig and Sue BlandRoss Craig and Sue Bland are Executive Sales Leaders from Area 768 in Sunderland.Ross and Sue, how many people in your team? And how many downline Sales Leaders do you have?Over 121 front line with a team total of over 1,100 team members (C18 2008). Between Sue and I we have two Executive Sales Leaders, three Advanced and eight Sales Leaders.

Why did you become a Representative and Sales Leader?Having a network marketing background I realised that with a company like Avon, selling vast amounts of quality products (that everyone can use and afford) and linked to a proven system, Sales Leadership could not fail. We still have to pinch ourselves; we are so lucky to have a business that moves so much product to real customers, who continually buy and try all the latest ideas. Since becoming Sales Leaders in 2004 we have always believed that we could both make full time incomes with Sales Leadership. We have been proved right; our 2008 income exceeded £80,000 which goes to prove if you believe in yourself, your dreams and your Avon business, you can achieve great results. We love the fact that we can work together on a daily basis, and meet and interact with people from all walks of life.

What is the biggest challenge?Our biggest challenge at the moment is getting across the point of order management to our Sales Leaders, and how getting good at all aspects of the business WILL help your business and earnings in the long run. There is a lot to learn in being a successful Sales Leader, so it is a constant challenge to try and make sure everyone is learning and passing their knowledge on. "Teamwork really does make the dream work."

As a man working in a female orientated business what reactions have you had? If negative or curious how do you handle comments?In the first week of being a Sales Leader I had a few people saying things like “I never knew that men did Avon” and “I never expected a man”! Nowadays I rarely get a reaction. After all you get lady bus drivers, plumbers and even joiners, so a male Avon Representative is not out of place in the 21st century. It also helps your confidence; the more competent that you become the easier it is.

What differences are there between male and female Representatives? Are there certain products that are easier/harder to sell?Sue and I both sell to the same customer base. She has a wider range of knowledge on the cosmetics, but I do read up and learn about all our products. The better your knowledge the more confident you become as a Representative.

How do you cope with any concerns that you may face about a man direct selling in today’s safety-conscious society?I have never had any problems in my four and a half years as a Sales Leader. I always make the appointment by phone and tell them my name and when to expect me. I try to build a rapport with the prospect; being a male can actually be a great ice breaker.

What motivates you? Do you have specific goals you want to achieve, either professionally or personally?Avon's incentives, Top 20 Trips and car programmes all excite us, and motivate us. The financial rewards are really a great motivator too. Helping and supporting your team to help them achieve their goals is fantastic; there is no better feeling in the world than sharing in someone else's success.

What do you like best about the job?Avon has never been like a job for us, if you love what you do you will never work another day in your life! Most of all we love the freedom and flexibility of Sales Leadership. The money is great because it gives you more choices. Team meetings are also hard to beat; the excitement and the synergy they create can help move mountains.

Where do you go from here, what are your aspirations?Now that we are both in the top 10 Executive Sales Leaders in the UK we are delighted. Our next goal is to both be in the top five Senior Executives, which will be a lot harder. However making easy goals that don't stretch you so much would not be as rewarding when you achieve them. We are looking for a property to use as a holiday home in Spain or Italy (that is our medium term goal.) Our long term goal is to have total financial freedom, to build a huge business with a million pound per campaign turnover and have lots of successful Sales Leaders on board.

What’s your top tip for a successful Sales Leader?Be twice the student than the teacher, accept that sometimes you are wrong, and commit to C.A.N.I. (Constant And Never-ending Improvement). Planning is important: a business plan, a financial plan and a self-development plan. Read and learn. And most of all, have fun...!

We also asked Dave and Debbie what they will use this booklet for?

We would use this testimonial booklet as a powerful recruiting tool; it shows what different Sales Leaders have already achieved with their Avon businesses and gives potential Sales Leaders or prospects truthful facts and figures that hopefully will inspire them to become Sales Leaders themselves.

We already use In-sight magazine for recruiting and show it to everyone who is interested in becoming a Sales Leader because it shows real people who are making a success with Avon. in-sight